Regional Account Manager, SLED

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Implement a go-to-market strategy by engaging in prospecting and collaborating with partners focused on SLED.

• Develop and sustain a consistent revenue pipeline.

• Oversee an individual territory along with its corresponding quota.

• Achieve or surpass assigned quotas and objectives.

• Project weekly, monthly, and quarterly revenue forecasts.

• Conduct face-to-face meetings with clients and partners to identify and expand opportunities.

• Participate in enablement initiatives, forecasting, partner updates, partner sales activities, and recognition events.

• Generate and monitor leads, renewals, deal registrations, and quotes within Salesforce.com.

• Address customer satisfaction concerns and requests efficiently.

• Propel sales cycles to closure and offer presales support.

• Collaborate with the local Channel Account Manager and reseller partners to drive sales and boost revenue.

• Follow up on leads generated from inbound, web, and corporate events.

• Engage in both inbound and outbound prospecting efforts.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities effectively.

• Act as a liaison between partners, clients, and Fortinet team members.

• Undertake additional duties and projects that support business growth.

• Perform the role in alignment with Fortinet’s core values.

⛳️ Requirements

• A bachelor's degree is required.

• A minimum of 1 year of field sales experience in the B2B technology sector.

• Preference for experience in selling to SLED accounts.

• Familiarity with local territory businesses, procurement processes, and partners, particularly in the SLED sector.

• Proficient in conducting effective customer-facing and partner-facing meetings, with timely and relevant written follow-up.

• A proven history of meeting and exceeding sales quotas and objectives.

• Understanding of sales cycles and both internal and external business processes.

• Experience in managing and forecasting individual quotas.

• Capability to manage and drive sales cycles from initiation to completion.

• Competence in handling a diverse and high-volume workload.

• Ability to cultivate productive relationships in a fast-paced, high-performance environment.

• Technologically proficient.

• Strong written, verbal, and presentation skills.

• Effective time and activity management abilities.

• Ability to leverage entrepreneurial strengths in a proactive, forward-thinking manner.

• Capability to close business while ensuring high levels of customer and partner satisfaction.

• Required to spend over 50% of working time outside of the office or home office engaged in sales activities, including necessary travel.

• Preferred: experience in selling cybersecurity or technology solutions to SLED accounts.

• Preferred: knowledge of government procurement processes, cooperative purchasing agreements, and SLED budget cycles.

• Preferred: experience with public/private cloud solutions.

• Preferred: multi-tier distribution experience.

• Preferred: background in networking, security, and/or public/private cloud technologies.

🏝️ Benefits

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Life insurance coverage.

• Disability insurance coverage.

• 401(k) retirement plan.

• 11 paid holidays.

• Paid vacation time.

• Paid sick leave.

• Comprehensive leave program.

• Equity program.

• Commissions as per the Sales Compensation Plan.

• Initial onboarding training.

• Ongoing enablement and coaching support.